Putting Customers at Ease

Written by businessideas.info

Putting your customers at ease is a critical step in achieving a sale. It is possible to sell something to an uncomfortable customer through pushy tactics, but not only is that somewhat unethical, it is also a surefire way to send that customer to another business next time they need the same product. Establishing a basic relationship with a prospect makes it easier to convert them, and puts a good image of you in their minds.

The most efficient way to quickly relate to your prospect is to build common ground. Common ground is established right after the introduction, and you must transition in to this phase fluidly. When you approach a client in their office, this step may be quite easy. For example, they might have pictures of them participating in their hobbies, or family photos. Make a comment about anything you see in their office that you think could spark the client in to a conversation. Having a client talking about something they like makes them more comfortable, as well as more open to your suggestions. Be careful to avoid any touchy subjects, including things that may not be obvious. If you are fond of a prospect's accent and want to compliment them on it, that is usually fine, although the person might be tired of hearing others comment about their accent so much. As long as you are careful about what you say, you will be able to avoid any unpleasantness.

Initiating a conversation can seem like a daunting task, but there are techniques one can use to make everything easier. Once you have asked a question and received the first response, just ask another question that builds on the answer. You can continue the conversation in this manner as long as you like, but be aware if the prospect becomes uncomfortable from the prolonged questioning.

Another measure for helping the prospect feel more comfortable is by talking at their pace. Match their speed, whether they are talking quickly or slowly. Although this is more difficult, try to match the prospect's body language as well. The more similar you are to the client, the better.